Director of Sales

About the role

The Director of Sales is responsible for leading a commercial team accountable for new revenue growth, account activation, and book-of-business performance. This leader will manage and develop Account Executives and other individual contributors, with primary accountability for new sales execution, forecast accuracy, team productivity, and revenue attainment across STACK's core growth segments.

Responsibilities

• Own new sales execution, revenue performance, and quota attainment for a commercial team, with primary accountability for new ARR growth.
• Lead, coach, and develop Account Executives and other individual contributors through structured 1:1s, team meetings, deal reviews, call coaching, performance feedback, and clear development plans.
• Drive accurate monthly and quarterly forecasting through disciplined pipeline inspection, deal-level accountability, Salesforce hygiene, and data-driven risk identification.
• Use Gong, Salesforce, and other core revenue systems to inspect call quality, customer discovery, objection handling, deal strategy, conversion gaps, and rep-level performance.
• Hold the team accountable to strong CRM discipline, sales process adherence, follow-up execution, and consistent use of STACK's sales methodology.
• Maintain account activation visibility for the team, ensuring customers experience value early and that commercial ownership extends beyond the initial sale.
• Partner cross-functionally with Revenue Operations, Enablement, Marketing, Product, Professional Services, and Support to improve sales execution, customer feedback loops, activation outcomes, and revenue performance.
• Model Radical Honesty by surfacing risks early, giving direct and respectful feedback, and avoiding spin in forecasts, performance reviews, and business updates.
• Lead with Customer Obsession by ensuring the team understands customer problems, articulates clear ROI, and creates a world-class customer experience from first interaction through activation.
• Move with Purpose by setting clear priorities, acting with urgency, owning outcomes, and helping the team anticipate risks before they become misses.
• Help the team Grow Together by investing in rep development, sharing best practices, creating a strong coaching culture, and celebrating team wins.

Requirements

• Must have demonstrated experience, knowledge, and characteristic attributes in the following:
• 7+ years of B2B SaaS sales experience, including 3+ years in a people leadership role.
• Proven success leading Account Executives and quota-carrying individual contributors in a high-growth environment.
• Consistent track record of meeting or exceeding new revenue targets.
• Strong coaching capability, including call coaching, deal coaching, performance management, and AE development.
• Demonstrated ability to run a disciplined operating cadence, including 1:1s, team meetings, pipeline reviews, forecast calls, and performance inspection.
• Strong command of Salesforce, Gong, and sales analytics to drive forecast accuracy, conversion improvement, and rep-level performance.
• Experience managing or maintaining visibility into a book of business, including activation, expansion, retention, and customer health signals.
• Experience selling workflow, productivity, construction technology, or vertical SaaS solutions preferred.
• Ability to translate revenue strategy into clear, repeatable execution.
• Strong communication, collaboration, and cross-functional leadership skills.
• Comfortable delivering direct, respectful feedback and having hard conversations with care.
• Customer-first leadership style with a strong understanding of how sales execution impacts activation, retention, and long-term customer value.
• Hands-on, results-oriented leader who embodies ownership, openness, optimism, accountability, and team development.

Benefits

• We are an equal opportunity employer and value diversity at our company.
• We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
• We are committed to building a team that represents a variety of backgrounds, perspectives, and skills.
• The more inclusive we are, the better our work will be.
• We are interested in every qualified candidate who is eligible to work in the United States.
• However, we are not able to sponsor visas.
• We take into account an individual’s qualifications, skillset, and experience in determining final salary.
• This role is eligible for health insurance (medical, dental & vision), life insurance, 401(k) & paid time off.
• The expected compensation range for this position is about $90,000-$120,000 OTE USD.
• The actual offer will be at the company’s sole discretion and determined by relevant business considerations, including the final candidate’s qualifications, years of experience, skillset, and geographic location.